How CM/CP Entities Get Noticed

By Robby Martin, Sr. Packaging Engineer at Bush Bros.

There is not a one-size-fits-all answer to this question of how CM/CPs can get noticed, but I’ll try to provide a few ideas that I’ve seen used, and that can be employed.

Trade Shows

Some presence where your information and participation lead to your organization being spotted in exhibitor searches, etc. can provide inroads or contacts you might not otherwise be able to generate. I didn’t realize the value of this approach for the brand owner until one of our suppliers expressed surprise to me that we did not attend a Private Label trade show where many CM/CPs exhibit every year. I’ve met some there and at other such shows that I would have struggled to meet anywhere else.

Missional Organizations

Organizations like CPA, provide opportunities for CM/CPs to have their profiles included in RFP and other search requests. The organization known as F4SS also provides lead and search assistance to brand owners and CM/CP providers alike via events and newsletters.

Price of Entry

Another key aspect of getting noticed is being prepared for follow-up needs that brand owners have. How you’ll handle NDA’s, requests for baseline documentation like SQF audit results, and other initial inquiries are questions you should have dealt with before you get such requests. So, be prepared to respond in a timely fashion.

Limitations

It is important that you know where you have limitations so that time is not wasted on a potential engagement that will be fraught with tension because expectations of the two parties are not lining up. Know how you will and won’t be able to work and know how to communicate these matters clearly in the earliest possible conversations. That includes things like minimum runs, minimum annual volumes, and access to your manufacturing facilities and production floors.